Antecedents of the salesman´s stress

Luna, Gonzálo | 2019

This research analyzes the effects of the Spanish financial situation on the sale-force’s stress. The empirical results, using a sample of 124 vendors, indicate that perceived uncertainty has a major effect on borne pressure and stress, due to the sellers’ awareness of the difficult circumstances and the few work opportunities offered in the country. Moreover, other behavioral changes of Spanish companies influence the stress of salespersons; standing out is the perceived remuneration injustice as a result of the general salaries reduction and objectives based remuneration. In addition, in Spain, numerous hired sellers feel low job identification since many of them have been educated in different areas and do not have a lot of experience; in turn, adding to higher levels of stress on the sellers.